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Conducting a sales forecasting audit

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  • Moon, Mark A.
  • Mentzer, John T.
  • Smith, Carlo D.
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    File URL: http://www.sciencedirect.com/science/article/B6V92-4603SSK-1/2/2ca8c661ccc8c2f4d45d501174a68602
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    Bibliographic Info

    Article provided by Elsevier in its journal International Journal of Forecasting.

    Volume (Year): 19 (2003)
    Issue (Month): 1 ()
    Pages: 5-25

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    Handle: RePEc:eee:intfor:v:19:y:2003:i:1:p:5-25

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    Web page: http://www.elsevier.com/locate/ijforecast

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    References

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    Please report citation or reference errors to , or , if you are the registered author of the cited work, log in to your RePEc Author Service profile, click on "citations" and make appropriate adjustments.:
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    1. Scott Armstrong, J., 1988. "Research needs in forecasting," International Journal of Forecasting, Elsevier, vol. 4(3), pages 449-465.
    2. Schultz, Randall L., 1992. "Fundamental aspects of forecasting in organizations," International Journal of Forecasting, Elsevier, vol. 7(4), pages 409-411, March.
    3. Winklhofer, Heidi & Diamantopoulos, Adamantios & Witt, Stephen F., 1996. "Forecasting practice: A review of the empirical literature and an agenda for future research," International Journal of Forecasting, Elsevier, vol. 12(2), pages 193-221, June.
    4. Cox, James Jr., 1987. "An assessment of books relevant to forecasting in marketing," International Journal of Forecasting, Elsevier, vol. 3(3-4), pages 515-527.
    5. Moon, Mark A. & Mentzer, John T. & Smith, Carlo D. & Garver, Michael S., 1998. "Seven keys to better forecasting," Business Horizons, Elsevier, vol. 41(5), pages 44-52.
    6. Miller, Don M., 1985. "The anatomy of a successful forecasting implementation," International Journal of Forecasting, Elsevier, vol. 1(1), pages 69-78.
    7. Mentzer, John T. & Bienstock, Carol C. & Kahn, Kenneth B., 1999. "Benchmarking sales forecasting management," Business Horizons, Elsevier, vol. 42(3), pages 48-56.
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    Cited by:
    1. Asimakopoulos, Stavros & Dix, Alan, 2013. "Forecasting support systems technologies-in-practice: A model of adoption and use for product forecasting," International Journal of Forecasting, Elsevier, vol. 29(2), pages 322-336.
    2. Davis, Donna F. & Mentzer, John T., 2007. "Organizational factors in sales forecasting management," International Journal of Forecasting, Elsevier, vol. 23(3), pages 475-495.
    3. Fahmy Salama, Kamal & Luzzatto, Dino & Sianesi, Andrea & Towill, Denis R., 2009. "The value of auditing supply chains," International Journal of Production Economics, Elsevier, vol. 119(1), pages 34-45, May.
    4. Webby, Richard & O'Connor, Marcus & Edmundson, Bob, 2005. "Forecasting support systems for the incorporation of event information: An empirical investigation," International Journal of Forecasting, Elsevier, vol. 21(3), pages 411-423.
    5. Fildes, Robert & Goodwin, Paul & Lawrence, Michael & Nikolopoulos, Konstantinos, 2009. "Effective forecasting and judgmental adjustments: an empirical evaluation and strategies for improvement in supply-chain planning," International Journal of Forecasting, Elsevier, vol. 25(1), pages 3-23.
    6. Smith, Carlo D. & Mentzer, John T., 2010. "Forecasting task-technology fit: The influence of individuals, systems and procedures on forecast performance," International Journal of Forecasting, Elsevier, vol. 26(1), pages 144-161, January.
    7. Kalchschmidt, Matteo, 2012. "Best practices in demand forecasting: Tests of universalistic, contingency and configurational theories," International Journal of Production Economics, Elsevier, vol. 140(2), pages 782-793.
    8. Danese, Pamela & Kalchschmidt, Matteo, 2011. "The role of the forecasting process in improving forecast accuracy and operational performance," International Journal of Production Economics, Elsevier, vol. 131(1), pages 204-214, May.

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